Strategic Account Management - Consumers Good
MicrosoftAbout the role
Manages the development and application of a mature/dynamic customer plan based on proven methodologies to manage a sustainable, long-term business portfolio Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation). Leverages close relationships with leaders (e.g., senior leaders, C-level executives) of the assigned account and the broader ecosystem to shape long-term strategic direction and influence business metrics. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Owns the development of strategies that showcase the value added by Microsoft's innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Leverages internal network of industry experts to strengthen knowledge of the industry, competitors, and customer business priorities and leverages in-depth knowledge of Microsoft's offerings to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team.
Responsibilities
Account ManagementManages the development and application of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a strong understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise to shape ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise. Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience.Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.Customer EngagementProactively develops a strong, comprehensive understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.Proactively elevates stakeholder relationships and uses Microsoft sales strategies through multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.Strategic ThinkingArticulates Microsoft's and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn). Leverages relationships to address complex political blockers and drive execution for the customer.Leverages unique, strategic,Apply for this role
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